Episode 129

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Published on:

17th Sep 2016

A Big Week for Social Selling

Welcome to episode 129, at the end of a busy week for LinkedIn having delivered their social selling conference Sales Connect in New York. I was keenly watching the Twitter feed and some updates from people I knew were there to hear reaction to some of the big announcements made.

In this episode I’m going to dive into the 5 main announced changes to Sales Navigator. Don’t worry of you don’t have a Sales Navigator account, this could still be very relevant to you.


But before all that I spotted these interesting things in the news this week;


Reid Hoffman is so against Trump, he created a card game! LinkedIn Siri integration goes live with the launch of iOS 10 3 new LinkedIn services in India


Sales Connect 2016


I wasn’t able to make it to New York but I did the next best thing and followed on Twitter.


Various speakers talked about the exciting world of social selling including several case studies, Chris Anderson from TED talks appeared to be the most popular but I bet Malcolm Gladwell was pretty good too!


Various statistics were quoted, many I have heard before but these did grab my attention;


“Sales & Marketing are blending into one”


“Personal value has to 2X the impact over business value. 71% of B2B buyers who see personal value will purchase”


“92% of B2B buyers engage with sales professionals who are known industry thought leaders”.


“EY have 30,000 Sales Navigator licences”!!


The five really big announcements


Sales Navigator is becoming an open platform (at last!). Initial CRM partners are Oracle, SAP Hybris, SugarCRM, Hubspot and Netsuite. New search filters for Lead builder. Size of department, Senior leadership, revenue, HQ zip code, department growth and content keywords. InMail 2.0. Improvements to SN inMail allowing a compose box to the side, attachments and ‘write to CRM’ Notes & Tags. This includes the ability to filter searches by tags. Gmail extension. Very similar to Rapportive.


 

Mentioned in this episode:

This show was created by the original host of the show, Mark Williams.

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About the Podcast

Informed: the podcast for LinkedIn® users
A podcast for anyone interested in LinkedIn® best practice
"Informed" is for you if you'd like to understand more about how LinkedIn works so that you can be an effective user of the platform.

It's hard to know whom to believe with so many self-appointed gurus out there telling you the latest hacks for going viral and earning 7-figure deals. And even LinkedIn's own publications often don't speak to the reality of using the platform.

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The show was created by Mark Williams, who's affectionately known as "Mr LinkedIn". Mark retired in late 2025 and handed over the reins of the show to John Espirian, the relentlessly helpful® LinkedIn nerd. John is a LinkedIn trainer and consultant, the founder of the Espresso+ community, the creator of the UpLift Live conference (the UK's original event dedicated to LinkedIn best practice), and the author of the personal branding handbook Content DNA.

John's reputation is for getting to the point and for not being a salesy douche canoe, so you can expect short, sharp episodes with zero ads or sponsored slots. This also is NOT an interview show, so if you've read this far then please don't pitch yourself for a guest appearance. However, you're welcome to get in touch if you have a LinkedIn question you'd like John to cover on the show. (To do that, search for the "Informed podcast" company page on LinkedIn and send a message.)

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John Espirian

Relentlessly helpful® LinkedIn® nerd, trainer and consultant who specialises in LinkedIn best practice for individuals, small businesses and corporates. I wrote the personal branding handbook Content DNA, I founded the Espresso+ online community for small business owners and I'm the creator of the UK's original independent conference on LinkedIn best practice, UpLift Live.